Course Background:
In the context of the replacement of traditional critical illness insurance by Internet + policy inclusiveness, what are the changes in the sales logic of critical illness insurance?What issues need to be paid attention to in the allocation of critical illness insurance?How to adjust the sales method of critical illness insurance?Does the content conflict with previous sales?The old and new problems of insurance services are intertwined, and the best partners need to solve them urgently. The common problems of the team can be summarized in several aspects: the cognition of critical illness stays at a shallow level, and it is difficult to reach the pain points of customers if it is not deep or transparent;The sales strategy is single, there is no ability to continuously develop new customers, and it stays in the circle of sake;Lack of certainty of terms and responsibilities, and inability to effectively and correctly handle customer objections and other issues. To do a good job in critical illness insurance sales, it is necessary not only to understand certain medical and health knowledge, but also to grasp the customer's consumption psychology, and at the same time to be familiar with product liability and contract terms, and to use reasonable sales strategies and sales logic.
The course is the essence of Mr. Yan Li's practice and summary for many years, the course starts from risk cognition, hard-core deduction of service value, health science popularization, four-dimensional marketing process step by step to win, pain point logic guide signing, trend grasp million insurance amount implantation, step by step perfect facilitation. After a number of insurance teams participated in the "training camp", the team's performance has achieved leapfrog development.
Course Benefits:
A comprehensive analysis of the critical illness development map and a new sales logic has been launched.
The concept of efficient health penetrates, so that customers can quickly awaken and actively plan.
Construct a lethal critical illness insurance sales strategy, and efficiently land and sell millions of critical illness policies.
Scenario-based sales under health management, innovative model to achieve traceless fast sales.
Cultivate a comprehensive knowledge base and instrumental application of medical treatment, nutrition, psychology, and claims.
Course Duration:1 day, 6 hours a day.
Course Target:Insurance Marketer, Bank Account Manager, Wealth Management Manager, Bancassurance Channel Supervisor of Insurance Company.
Course Method:Lecture + Interaction + Drill.
Teaching features:Practical content;Case-based;Scenario-based training and warfare;Bootstrap instrumentalization;Classes are interactive.
Course Model:(Course Roadmap).
Course outline
Lecture 1: Critical Illness Insurance is fully covered
1. Re-understand critical illness insurance
1.Changes in critical illness risk management.
2.The impact of the new definition of critical illness insurance.
Scenario Training:Four steps to communicate cancer grading.
3.Analysis of critical illness insurance sales in the new situation
1.The impact of Internet + Huimin Insurance.
2.Changes in demand for critical illness insurance.
3.The impact of the new generation's consumer behavior.
2. Full sales of critical illness insurance under the new situation
1.What is Critical Illness Insurance Full Sales?
2.The necessity of full allocation
1.The value of the full amount.
2.Full demand for people.
3.Full sales model.
4.Full sales talk.
Walkthrough:Full sales.
Lecture 2: Critical Illness Insurance Maximum
1. Critical illness development and medical technology
1.The Truth About Cancer.
2.CAR-T cells with neo**.
3.Cancer Myths.
4.Causes and risk factors of cardiovascular and cerebrovascular pathogenesis.
5.Application of gene technology.
6.Critical illness screening and cancer prevention physical examination.
Training:Six sales pads and words.
2. Critical illness insurance cap planning method
1.What is Critical Illness Insurance Cap Planning?
1) The principle of the sum insured.
2) Evolutionary Atlas of Critical Illness Insurance.
3) Evolution of critical illness insurance coverage.
2.360-degree access to critical illness insurance terms
1) Interpretation of the four principles of the clause.
Think:Is it better to have more serious diseases?How to choose single and multiple claims for critical illness?
2) Mild disease changes in all aspects.
3) Critical illness underwriting knowledge.
3.Critical illness insurance cap value chain
1) Four horizontal and four vertical planning.
2) Critical illness value chain.
3) Critical illness insurance coverage planning method.
Training:Top-level planning words.
Lecture 3: Critical Illness Insurance Wins Sales
1. Critical illness insurance sales logic
1.The logic of critical illness insurance demand
1) Look at "needs" from a psychological point of view
2) Look at "demand" from the life cycle
3) Look at "demand" in terms of the amount of wealth
2.Critical illness insurance sales logic
1) Black swan with bad possibilities.
2) Limit assumptions vs. worst-case scenarios.
3) Financial planning and financial losses.
4) The emotional value of critical illness insurance sales.
Scenario Training:How to stimulate customer risk awareness?
2. The "three modernizations" of critical illness insurance
1.Contextualization
Scenario Training:Critical illness case extraction.
2.Visualization
1) Draw a picture about insurance.
2) Short-term targeted marketing.
3.Digitization
1) Claims data.
2) Protection gaps.
Scenario Training:How to create a security gap in the chat.
3. Professional sales SPIN
1.The professional three lectures establish a questioning status.
2.Professional communication creates psychological pain points.
3.Professional core design solution tools.
4.Professional soul life value leading.
Walkthrough:Six Questions Model for Critical Illness Insurance Sales.
Fourth, mixed customer management
1.Service pull.
2.Campaign Promotion.
3.Emotionally driven.
5. Objection handling skills
1.Common objections to critical illness insurance.
2.The standard formula for removing resistance points.
3.Objection Handling Words.
Sixth, professional quality service upgrade
1.The service connotation of the health diagnosis workshop.
2.The operation process of the insurance policy health examination
1) Case review.
2) How to do the right "medical examination" for the policy?
3) Six questions about the health examination of the insurance policy
4) Inspection report presentation.
3.Methodological tools for policy administration.
Learner Benefits Toolbox:
1) Critical illness insurance words.
2) Critical illness insurance sales logic.
3) Summary of critical illness insurance tools.